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Goal hierarchies as antecedents of market structure

dc.contributor.authorPaulssen, Marcelen_US
dc.contributor.authorBagozzi, Richard P.en_US
dc.date.accessioned2007-09-18T19:20:46Z
dc.date.available2007-09-18T19:20:46Z
dc.date.issued2006-08en_US
dc.identifier.citationPaulssen, Marcel; Bagozzi, Richard P. (2006). "Goal hierarchies as antecedents of market structure." Psychology and Marketing 23(8): 689-709. <http://hdl.handle.net/2027.42/55791>en_US
dc.identifier.issn0742-6046en_US
dc.identifier.issn1520-6793en_US
dc.identifier.urihttps://hdl.handle.net/2027.42/55791
dc.description.abstractCurrent models of market structure are descriptive in nature and lack theoretical grounding in consumer behavior. Such grounding is especially needed in the specification of marketing strategies. A self-regulatory model of consumer consideration-set formation will be employed as a basis of market structure in this article. The authors propose and show that consumers regulate their behavior according to goals at different levels of their goal hierarchies, which in turn determine brand consideration. Differences in the salience of goals at different hierarchical levels lead to differences in the composition of consideration sets. It is precisely these individual differences in brand consideration that determine the structure of a market. The analysis of consumers' goal hierarchies therefore answers, in part, the question of why a market has a certain structure. Hypotheses on brand consideration and the role of system- and principle-level goals are tested on a sample of 1,018 consumers of automobiles. © 2006 Wiley Periodicals, Inc.en_US
dc.format.extent303459 bytes
dc.format.extent3118 bytes
dc.format.mimetypeapplication/pdf
dc.format.mimetypetext/plain
dc.publisherWiley Subscription Services, Inc., A Wiley Companyen_US
dc.subject.otherBusiness, Finance & Managementen_US
dc.titleGoal hierarchies as antecedents of market structureen_US
dc.typeArticleen_US
dc.rights.robotsIndexNoFollowen_US
dc.subject.hlbsecondlevelEconomicsen_US
dc.subject.hlbtoplevelBusinessen_US
dc.description.peerreviewedPeer Revieweden_US
dc.contributor.affiliationumThe University of Michigan ; School of Business and College of Pharmacy, University of Michigan, 701 Tappan, Ann Arbor, MI 48109-1234en_US
dc.contributor.affiliationotherHumboldt Universityen_US
dc.description.bitstreamurlhttp://deepblue.lib.umich.edu/bitstream/2027.42/55791/1/20124_ftp.pdfen_US
dc.identifier.doihttp://dx.doi.org/10.1002/mar.20124en_US
dc.identifier.sourcePsychology and Marketingen_US
dc.owningcollnameInterdisciplinary and Peer-Reviewed


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